The Elements of Selling
()
About this ebook
"These techniques have served me well and served many who I have mentored and coached through the years." William C. Marquette
"A no-nonsense guide to selling large dollar products and services."
Related to The Elements of Selling
Related ebooks
P3 Selling: The Essentials of B2B Sales Success Rating: 0 out of 5 stars0 ratingsSales Management (The Brian Tracy Success Library) Rating: 5 out of 5 stars5/5Smarter Marketer: 11 Golden Rules to Help in-House Marketers Thrive in an Ever-Changing Digit Rating: 0 out of 5 stars0 ratingsYour Roadmap to Sales Management Success Rating: 5 out of 5 stars5/5Breakthrough Selling (Review and Analysis of Farber and Wycoff's Book) Rating: 0 out of 5 stars0 ratingsAction Plan For Sales Management Success Rating: 0 out of 5 stars0 ratingsThe Sales Success Handbook: Your Personal Guide to the Systems and Strategies of Highly Effective Salespeople Rating: 0 out of 5 stars0 ratingsSell Better!: How to Grow Your Sales More Rapidly and Predicatably By Creating and Refining a Powerful Sales System Rating: 0 out of 5 stars0 ratingsThe Crucial 12: Powerful Insights for Marketing Leadership Rating: 0 out of 5 stars0 ratingsCustomer Service Savvy: The Key to Your Business Success Rating: 0 out of 5 stars0 ratingsThe Sales Management Toolbox: The Professional Sales Manager Coach Rating: 0 out of 5 stars0 ratingsInsight-Led Selling: Adopt an Executive Mindset, Build Credibility, Communicate with Impact Rating: 0 out of 5 stars0 ratingsThe Sales Leader They Need: Five Critical Skills to Unlock Your Team's Potential Rating: 0 out of 5 stars0 ratingsSmooth Selling Forever: Charting Your Company's Course for Predictable and Sustainable Sales Growth Rating: 5 out of 5 stars5/5Rapid Revenue: How I Uncover $10k In 45 Minutes for Any Business Rating: 0 out of 5 stars0 ratingsThe Sales Psychology Rating: 0 out of 5 stars0 ratingsAction Plan For Sales Success Rating: 0 out of 5 stars0 ratingsThe Secrets of Superior Sales Activity Rating: 4 out of 5 stars4/5The Sales Competitor Rating: 4 out of 5 stars4/5The Ultimate Sales Success: A List of the Ethical and Practical Techniques of Top Salespeople. Rating: 0 out of 5 stars0 ratingsImpossible Sales Rating: 0 out of 5 stars0 ratingsScale Your Sales: Avoid the 7 Critical Mistakes CEOs Make Rating: 0 out of 5 stars0 ratingsSelling Is Easy: Selling Is Much More Than Telling Rating: 0 out of 5 stars0 ratingsThe Inside Sales Solution Rating: 0 out of 5 stars0 ratingsStop Random Acts of Marketing: Deliberate & Practical Growth Strategies for Mid-Market CEOs Rating: 0 out of 5 stars0 ratingsBlueprint of a Sales Champion Rating: 3 out of 5 stars3/5The Other Side of the Table Rating: 0 out of 5 stars0 ratingsBe Your Own Sales Manager: Strategies And Tactics For Managing Your Accounts, Your Territory, And Yourself Rating: 2 out of 5 stars2/5+Leads: Simple Strategies That Work to Get Real Estate Leads Fast Rating: 0 out of 5 stars0 ratingsBusiness Breakthrough: The Secret To Finding $10k Or More In Your Business In 45Mins Rating: 0 out of 5 stars0 ratings
Sales & Selling For You
You Can Negotiate Anything: The Groundbreaking Original Guide to Negotiation Rating: 4 out of 5 stars4/5Summary of Timothy Ferriss' book: The 4-Hour Workweek: More time, more money, more life: Summary Rating: 5 out of 5 stars5/5Marketing Made Simple: A Step-by-Step StoryBrand Guide for Any Business Rating: 5 out of 5 stars5/5Building a StoryBrand: Clarify Your Message So Customers Will Listen Rating: 4 out of 5 stars4/5Exactly What to Say: The Magic Words for Influence and Impact Rating: 4 out of 5 stars4/5The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone Rating: 4 out of 5 stars4/580/20 Sales and Marketing: The Definitive Guide to Working Less and Making More Rating: 4 out of 5 stars4/5Ninja Selling: Subtle Skills. Big Results. Rating: 4 out of 5 stars4/5Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success Rating: 4 out of 5 stars4/5The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible Rating: 4 out of 5 stars4/5DotCom Secrets (Review and Analysis of Brunson's Book) Rating: 4 out of 5 stars4/5The Most Powerful Woman in the Room Is You: Command an Audience and Sell Your Way to Success Rating: 4 out of 5 stars4/5Summary of You Are a Badass by Jen Sincero Rating: 5 out of 5 stars5/5The New Model of Selling: Selling to an Unsellable Generation Rating: 5 out of 5 stars5/5The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling Rating: 5 out of 5 stars5/5Secrets of Closing the Sale Rating: 4 out of 5 stars4/5The Mom Test: How to Talk to Customers & Learn if Your Business is a Good Idea When Everyone is Lying to You Rating: 5 out of 5 stars5/5Summary of The Magic of Thinking Big by David J. Schwartz Rating: 4 out of 5 stars4/5Secrets of Power Negotiating, 25th Anniversary Edition Rating: 5 out of 5 stars5/5The Ultimate Sales Machine (Review and Analysis of Holmes' Book) Rating: 4 out of 5 stars4/5No B.S. Marketing to the Affluent: No Holds Barred, Take No Prisoners, Guide to Getting Really Rich Rating: 4 out of 5 stars4/5HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads) Rating: 5 out of 5 stars5/5
Related categories
Reviews for The Elements of Selling
0 ratings0 reviews
Book preview
The Elements of Selling - William Marquette
William Marquette
The Elements of Selling
Print ISBN: 978-1-54390-012-5
eBook ISBN: 978-1-54390-013-2
© 2017. All rights reserved. No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews and certain other noncommercial uses permitted by copyright law.
This book is dedicated to my wife Elizabeth Clare. Without her, I would be without motivation.
Her insights and contributions into the writing of this book can not be measured.
Table of Contents
Introduction
Motivation
The Core Elements
Leads
Identification and Qualification
Qualified Account List
Pipeline
Disqualification
Pipeline Management
Identification
Vision Selling
Target Date
Funds
Competition
Contracting
Account Sheets
Essence of a Salesperson
Honesty
What are you selling?
Technical Positioning
Deal Death Spiral
Firing your client
Presentations and Proposals
Self Improvement
Self Evaluation
Sales Dashboard
Summation
About the author
Introduction
The basic elements of successful selling are lost in the rush to invent the latest and greatest sales methodology. One methodology does not meet all the diverse needs of a successful sales team. Attempting to conform an entire sales force into one methodology can negatively impact your bottom line; yet, sales training in the areas of motivation, account management, qualifying/disqualifying accounts, advancing the sale and personal development is vitally critical to each individual salesperson and to the collective whole. Revenue production in the form of sales is the lifeblood of most organizations.
The Elements of Selling is designed to be a reusable reference focusing on the key elements of the large, complex sales cycle. Reducing the sales process to its lowest common denominator allows a sales force to concentrate on the meaningful aspects of the sales cycle.
Monetary gains initially received with the implementation of a complicated sales methodology are unsustainable. I believe these temporary gains are produced by an increase in activity of the sales force and management. The methodology soon degenerates into a justification instead of sustained success.
Building a strong, well-paced sales machine comes from understanding the basic elements and from developing practices matching the management’s strengths. Sales methodologies are proven to strip away the individuals’ strengths and much of their time is devoted to the methodology instead of sales success.
If you understand the elements, what you build will be stronger and it will be sustainable. Perpetual success comes from drawing on the strengths and confidences in the individuals you hire, not in suppressing those strengths. Therefore, MAKE THE PROCESS YOUR OWN with these simple guidelines! It’s far easier than trying to follow a convoluted system. Successful, long term sales isn’t a hundred yard dash, it’s a marathon. Appropriate energy and motivation will lead to sustainable success.
Motivation
Modern day methodologies are designed for and are successful at selling their own methodology. A sudden burst of energy will naturally take place with the exciting roll-out of a new methodology; yet, a problem quickly occurs in the ability to maintain that energy for a long period of time. We’ve all seen it. After one or two quarters of success,